The systems you have in place are vital to fast and effective outreach and your ability to sell. According to Forbes, on average, 64.8 percent of sales representatives’ time is spent on non-revenue generating activities. With that much time back, how many more prospects could you reach?
To mitigate wasted time, you need a strong sales engagement solution that is simple and easy-to-use, while also enriched with data to help manage workflows, streamline administrative tasks, and provide analytics and monitoring.
Do you implement these tactics in your prospecting strategy?
When evaluating your current process, consider the presence of the following tactics: automation, a high-quality customer relationship management tool (CRM)—that integrates with other systems—account-based marketing, and a lot of data. Let’s break down why each of these tactics is important to have in your prospecting strategy.
According to Hubspot, salespeople only spend one-third of their day actually talking to prospects. The rest of their day is often spent writing emails (21 percent), entering data (17 percent), prospecting and researching leads (17 percent), attending internal meetings (12 percent), and scheduling calls (12 percent).
Whether it be through automated email templates or activities, direct dialing, scheduling meetings, creating workflows, streamlining your tech stack, or weeding out unfit prospects—you can use automation to save your team time and grow your business at scale.
Plus, research shows many sales reps have anywhere from 100 to 300 callbacks in their pipelines, and they may only make it through 25 per day. A quality automation tool can free up time, thereby quadrupling that number.
Implement a CRM
A CRM is your source of truth across your sales organization and manages all communication and interaction with prospects. According to Salesmate, the average sales rep spends about 23 percent of time on administrative tasks. With the help of a CRM, that number is cut down to 10 percent, enabling sales reps to focus more of their time on converting leads.
If you have a sales engagement platform that is compatible with your CRM, sales teams can log real-time prospect conversations, expediting the sales cycle in an organized, streamlined fashion.
Align marketing and sales efforts
Account-based marketing is a strategic approach that combines sales and marketing to target prospective accounts with personalized messaging. ABM has been a hot buzzword for the last few years—and for good reason. The ROI from ABM is often linked to increased win rates, increased closed-won opportunities, a reduction in acquisition costs, an increase in average deal sizes, and more.
Use data to drive decisions
Data is integral to any and every effective sales operation. When sellers are armed with trusted, real-time data, they can focus on best-fit customers, grow their prospect pool, and flag upsell and cross-sell opportunities to increase account value. Without data, you’re guessing. And when you guess, you leave your company’s growth and ultimate success up to chance.